Italy
After completing my University Degree in Food Science and Technology, I spent several years in the Sales and Marketing Departments of different multinationals and national companies operating in pharmaceuticals and healthcare. I have been assigned a variety of managerial positions in Marketing, Detailing Doctors and Sales Area, developing specific skills in Marketing, Trade Marketing and Sales process. My leadership style focuses primarily on strong team management based on objective data, market analysis, logical processes and swift results, while ensuring the professional growth and personal motivation of my team members. I have proven skills in the organisation of teams of sales personnel and medical sales reps, also achieved by designing and implementing training programmes and CRM, as well as become strong and strong managing category and visibility projects address to increase products market share and company awareness. My systemic approach to business is matched by good strategic vision and the ability to develop medium-long term plans: fundamental in order to manage keys pharmaceuticals customers as wholesalers, pharmacies chains and GDO partners. I have experience in managing area managers, sales agents, medical sales reps and account manager and as a result I have enhanced my knowledge of the hospital and retail pharmaceuticals channels. In my most recent position in Supply Chain managing different internal and external stakeholders I have contributed to the development and growth of the assigned client’s portfolio leading complex projects at national and global level resulting in strong and ambitious achievements. I have built beneficial relationships with various types of customers, including clinicians, key opinion leaders and decision makers in the world of science, public institutions, and healthcare. I have had a proactive role in successful international projects, requiring ongoing contact with the global Company HQ. Core Competencies: • Goals Achievement approach • Strategic Vision • Health Care Business management • Pharmaceutical Sales and Marketing knowledge • Detailing doctors • Trade Marketing Expertise • Health Care Retail knowledge • Key Account management • People management • CRM development • Business Development expertise • Financial and budgeting skills • Innovation and Orientation • Key Account Management Supply Chain expertise Sustainability Project Management
Strong focus on business development for contract logistic services (Warehousing, Distribution, 3PL, 4PL Services, Commercial Services) for Life Sciences & Healthcare customers. Development of Life Science & Health Care, Beauty Care solutions. Member of the international DHL SC Sales Leaders Council @ E-commerce Health Care Italian Leader. ESG Health Care Expert.
Head of the National Sales Force to pharmacies - Responsible of pharmacy business units, managing an OTC and COSMETIC portfolio: KELEMATA-PERLIER-ANNAYAKE-ORLANE - Responsible for direct sales channel (pharmacies and parapharmacies): team management of 2 area managers and 33 agents - Responsible for national contract negotiations with Wholesalers and Pharmacies Chains, as well as Directional Customers and main important players in GDO market. - Leader of marketing and trade-marketing activities of pharmacy business unit.
- Management of a start up in retail channel. - National responsible of direct sales channel (pharmacies and parapharmacies): team management of 12 people, direct employees. - Development and implementation of a “new go to market” in ophthalmology market for retail channel: sales force deployment; management of listing fee and commercial offers; definition of sales objectives and KPIs; organization of canvass and Trade Marketing activities; CRM management. - Management of Contract Sales Organization: external partner for pharmacies networking - Responsible for national contract negotiations with Wholesalers and Pharmacies Chains, as well as Directional Customers
- Responsible for national contract negotiations with Wholesalers and Pharmacies Chains, as well as Directional Customers - Develop account strategies in accordance with overall sales and marketing channels and categories, managing listing fee, promo activities, and dedicated budgets - Responsible for business development on wholesalers and distribution channel to increase categories products efficiency and profitability - Responsible for Trade Marketing activities on whole product portfolio - Project owner for CSO and detailing management - Business Development
Areas of consultancy: Ø Business Development Ø Field Force Effectiveness: sizing, assessment, modelling and deployment Ø Contract Sales Force Management Ø Implementation of New Go-to Market Consultancies with: Quintiles Spa, Sextantfarma Srl